Advice You - Business

Mention telemarketing to many small business owners and managers and you are likely to see uncertainty, doubt and confusion. Many of them confuse telemarketing with telesales. The latter is tainted by th

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

e cold-calling, pressure tactics used by some companies to sell everything from timeshare holidays to kitchens and garden furniture.

The only similarity between telemarketing and telesales is that they bo

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

h use the telephone as a communication medium.

Here are 6 reasons why you should be using telemarketing in your small business marketing mix

Appointment setting - the overriding role of marketin

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

is to gain opportunities for your sales people. The best opportunities stem from face to face meetings. Telemarketing is proven to deliver high quality appointments with specifically targeted, pre-quali

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

ied decision makers. In preparing your appointments a good telemarketer will have had numerous contacts with your prospects' decision makers. They will have built up a rapport and set expectations so tha

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

your appointments are geared for maximum results before you get to meet the client

Lead generation - telemarketing for lead generation is a less in-depth process than appointment setting. The ob

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

jective is normally to contact a prospect, gauge potential level of interest and to provide you with a profiled database of leads. You may follow up the contacts yourself or you may choose to commission a

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

telemarketer to set appointments with the best prospects.

Database building and cleansing - most companies acquire extensive lists of contacts and prospects. Telemarketing is an excellent way of

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

reviewing, updating and building your contact database.

Follow up - if I had to pick one key to successful small business marketing it would have to be a comprehensive, robust follow-up process.

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

In the normal course of business just about every one of your staff will make contacts and maybe receive enquiries about your company. In a marketing sense, every such contact is manna from heaven. Follo

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

ing up every contact has been shown to improve sales in company after company. Telemarketers can provide a truly professional service in contact follow-up further multiplying the benefits of following up.

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

Customer Information – most small business owners that think of telemarketing tend to think of it as a tool for accessing new customers. However, just about any marketing book you read will tel

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

you it is between 6 and 12 times easier/cheaper/more profitable to sell to existing customers than it is to gain a new one. Telemarketing to your existing customer base is an excellent way to inform them

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

of all your products and services.

Customer reactivation - do you know why old customers have stopped buying from you? You should. Often it is simply because they have not had any contact with

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

ou for some extended period. Sometimes it is because they didn't know that you supplied the particular service they needed. So they look elsewhere. And eventually stop buying from you altogether.

Telema

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

keting is a superb way to make contact with customers as soon as they stop being customers. Sometimes that is all that is required to bring them back into the fold. At the very least you owe it to yourse

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

lf to know why your customers are leaving. It is the first stage of making sure they don't leave you at all.

Six ways you can use telemarketing to boost your business. And don't let anyone persuade you

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

t is expensive. Telemarketing is the ultimate modern cottage industry. All you need is some training, the right attitude and a telephone. You can instantly set up as a telemarketer. And if you are any

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

ood you can quickly use telemarketing to sell your own services.

Not surprisingly then, there are thousands of small telemarketing businesses – many of them absolutely excellent. There are, of course, ot

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

ers that are not so good. With that much competition you can get some outstanding telemarketing services for a very reasonable price.

Your challenge is to find the ones that are right for you.

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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